Podcasts about account executives

Stop triggering basic AI workflows and start deploying autonomous sales agents that generate real revenue 24/7. AI Operator founder Tim Cakir reveals how to build a fully automated AI sales team—including an SDR, Account Executive, and CRO—using Claude Code and Notion. Learn how to manage your AI workforce directly in Slack and let AI handle the tedious admin work, freeing you up to focus on high-level strategy and human connection. TIMESTAMP00:00 Introduction: AI Agents vs. Workflows01:00 Getting Started with AI Sales Systems02:00 Using Claude Code in the Terminal04:00 Why Prompt Engineering is Dead05:30 Using AI Plan Mode for Better Results07:00 Building an AI CRM in Notion09:00 Creating Autonomous AI Sales Teams11:00 Managing Your AI Workforce in Slack13:00 Organizing AI Projects Using Folders15:00 Managing AI Productivity and Avoiding Burnout17:00 Syncing AI Projects with GitHub19:00 Creating SOPs and Customizing AI Context21:00 The Future of Work: Voice Interfaces and AR Glasses23:00 AI Project Management in Notion25:00 Will AI Make Us More Human?27:00 How to Keep Up With AI Trends

Great marketing does not start with your product. It starts with your customer. In this conversation, I speak with marketing strategist Scott Hornstein about why storytelling, customer research, and trust are the real drivers behind successful brands. Scott shares lessons from decades in marketing, including his work with IBM and major technology launches, and explains how companies often fail when they focus on themselves instead of the people they serve. You will hear how listening to the voice of the customer can reshape messaging, build trust, and unlock growth. Scott also reflects on entrepreneurship, resilience, family, and the mindset required to get back up after setbacks. I believe you will find this conversation both practical and encouraging as you think about how relationships and trust shape business success. Highlights: · Creativity in Queens – Scott reflects on how music and culture shaped his early creativity.04:10 · From Literature to Marketing – His love of books leads him toward storytelling and marketing.12:57 · Learning to Experiment – A mentor teaches the value of trying ideas and learning from failure.20:46 · The Customer as the Hero – Scott explains why marketing must center on the customer.31:48 · Customer Insight Drives Messaging – Research helps reshape a company's message and market entry.41:23 · Resilience Through Setbacks – Scott reflects on perseverance in life and business.50:59 Top of Form Bottom of Form About the Guest: I currently live in Reston VA, my wife and I having moved there to be close to our 2 daughters and our 2 granddaughters. I am an independent business consultant specializing in storytelling – which embraces marketing, research, and content. Family is the most important thing in my life and it has taught me that lasting relationships, business and personal, are steeped in empathy and commitment. I was born in Manhattan on July 25, 1950. My parents soon moved the family to the up-and-coming borough of Queens. I attended the public schools in and around Forest Hills.  Writing was always my goal. I graduated NYU as an English major.  Upon graduation I traveled, then pursued my (naïve) dream of living as an artist – as a writer, an actor, and a musician. I wrote plays for the brand-new cable industry, wrote for a movie-making magazine, was in several off-off Broadway plays, worked as a pick-up musician. I helped in the office for a former professor to earn subway money. Got tired of starving to death. Took a job with CBS in the Broadcast Center, pulling together the Daily Log for the local station. Then, got hired to answer Bill Paley's mail. Then, I was hired as a marketing manager for Columbia House where I got some of the best advice – keep going. I met this guy from my neighborhood while commuting to my job in Manhattan. Turns our he worked for Y&R and said they were looking for someone. I interviewed and jumped over to agency-side work as an Account Executive, then Account Supervisor, then, going back to my roots, copywriter and eventually Creative Director. The entrepreneurial life has been a roller coaster, but I have been blessed to work with some brilliant people in marketing and sales, and some great companies. It allowed me to understand how I can really help my customers become successful in the long-term. Ways to connect with Scott**:** LinkedIn Medium www.hornsteinassociates.com About the Host: Michael Hingson is a New York Times best-selling author, international lecturer, and Chief Vision Officer for accessiBe. Michael, blind since birth, survived the 9/11 attacks with the help of his guide dog Roselle. This story is the subject of his best-selling book, Thunder Dog. Michael gives over 100 presentations around the world each year speaking to influential groups such as Exxon Mobile, AT&T, Federal Express, Scripps College, Rutgers University, Children's Hospital, and the American Red Cross just to name a few. He is Ambassador for the National Braille Literacy Campaign for the National Federation of the Blind and also serves as Ambassador for the American Humane Association's 2012 Hero Dog Awards. https://michaelhingson.com https://www.facebook.com/michael.hingson.author.speaker/ https://twitter.com/mhingson https://www.youtube.com/user/mhingson https://www.linkedin.com/in/michaelhingson/ accessiBe Links https://accessibe.com/ https://www.youtube.com/c/accessiBe https://www.linkedin.com/company/accessibe/mycompany/ https://www.facebook.com/accessibe/ Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can subscribe in your favorite podcast app. You can also support our podcast through our tip jar https://tips.pinecast.com/jar/unstoppable-mindset . Leave us an Apple Podcasts review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts. Transcription Notes: Michael Hingson  00:00 Access Cast and accessiBe Initiative presents Unstoppable Mindset. The podcast where inclusion, diversity and the unexpected meet. Hi, I'm Michael Hingson, Chief Vision Officer for accessiBe and the author of the number one New York Times bestselling book, Thunder dog, the story of a blind man, his guide dog and the triumph of trust. Thanks for joining me on my podcast as we explore our own blinding fears of inclusion unacceptance and our resistance to change. We will discover the idea that no matter the situation, or the people we encounter, our own fears, and prejudices often are our strongest barriers to moving forward. The unstoppable mindset podcast is sponsored by accessiBe, that's a c c e s s i capital B e. Visit www.accessibe.com to learn how you can make your website accessible for persons with disabilities. And to help make the internet fully inclusive by the year 2025. Glad you dropped by we're happy to meet you and to have you here with us. Well, hi everyone, and welcome once again to another episode of unstoppable mindset today. Our guest is Scott Hornstein, although when he came into the Zoom Room, I said, is it Hornstein or Hornstein? And of course, he also understood, because we're both of the same age, and are both fans of Young Frankenstein, who always said that his name was really pronounced Frankenstein. But you know, you have to have to know Gene Wilder for that. But anyway, if you haven't seen that movie, you got to see it. Mel Brooks at his best, but Scott is a marketing person and specializes a lot in storytelling, which fascinates me a lot, because I am a firm believer in storytelling, and I know we're going to have a lot of fun talking about that today. So Scott, I want to welcome you to unstoppable mindset. We're really glad you're here. Scott Hornstein  02:20 Thank you so much, Michael. I have to start by saying I have great respect for your work, and this is really quite a privilege for me. Thank you very much. Michael Hingson  02:32 Well, thank you. You're a long way from where you were born, in New York, in Manhattan. Now you're in Reston, Virginia, but that's okay. Well, you're not that far. It's just a short train ride, a few hours. Scott Hornstein  02:41 I That's true. That's true, although with that particular train, you can never be sure exactly how long it's going to be good Michael Hingson  02:52 point, yeah, yeah, good point. It is one of the things one has to deal with. But that's okay. But, you know, I've taken that train many times, and I've taken the the Metro liner as well, and also just the regular train. And I like the trains. I enjoy the train. I wish we had more of them out here. Scott Hornstein  03:15 I do too. I when it a long time ago in business, when I had a client here in DC, and I was living in Connecticut, I started taking the train, and it was so superior to flying. Oh yeah. And then recently I was, as I was mentioning to you, I was in Germany and taking the trains there is just wonderful. It's so superior. Michael Hingson  03:47 Yeah, I wish we would have more of them out here. If I, for example, want to take a train to San Francisco from where I live in Victorville, the only way I can do it is to take a train at roughly four in the morning to Los Angeles and then transfer on a train to go to San Francisco, which is no fun. I'll fly because it's it's kind of crazy, but I like the trains, and wish we wish we had more of them all over, and wish more people would use them. It's a lot better than driving, and it's a lot more pleasant. When I lived in the east, there were any number of times that I knew people who would travel from like Bucks County in Pennsylvania to New York Wall Street people, and they would go two, two and a half hours on the train every day and back again. And they formed discussion groups or other sorts of things. They they made it a part of their regular day, and it was there was nothing to them to do that. Scott Hornstein  04:54 And to them, I say, God bless. I am not in love with commuting, right? Yeah. Michael Hingson  05:00 Well, I understand that. I appreciate that, but they, they did well with it, and so good for them, or, as I would say in Australia, good on them. But you know, well, why don't we start tell us a little bit about you, maybe growing up in the early Scott and all that stuff. Let's start with that, sure. Scott Hornstein  05:21 First one brief aside about Young Frankenstein when I was living in Connecticut, I would go to the theater in Stanford, and for one performance, my tickets were at the will call, so I went up to the ticket booth, gave them my name, and the woman be on the other side of the iron bars keeps throwing her head to the side, wanting me to look over to my left, and I finally look over to my left, and there's Gene Wilder. Oh my gosh. What an enormously tall individual, very gracious, very nice. In any case, yes, Michael Hingson  06:06 with him, did you? Did you talk with Scott Hornstein  06:09 him just for a moment, just for a moment, you know, just Mr. Wilder, how nice to meet you. And he said a couple of nice things. And that was about it. Still, we all went to see the to see the show. Still, it was quite a thrill for me. What show I do not. Oh, that was, oh, no, excuse me. That was the the madness of King Charles, madness of King George. King George. But he was quite mad, and the play is excellent, excellent. Well, anyway, in any case, I grew I was born in Manhattan. I spent the first couple of years of life on the west side. I don't remember much of that. But my parents quickly moved us out to Queens, which at that point was rather undeveloped. You could get a lot more for your money, and we have lived in an apartment building. And around our apartment building was nothing but empty lots. It was just not developed yet. But it was a great place to grow up because the there was so much going on in those years and so much so much music that was going on. The first recollection I have, in light of all the talk about vaccines and healthcare and all of this is I really remember that polio was a real thing there, and I remember kids with the braces on their legs. And I remember that when one of my friends got chicken pox, that the mothers would get us all together and have a play date so that we got chicken pox too. Okay, but it was, Michael Hingson  08:20 I'm sorry, remember, I remember getting the polio vaccinations, even starting in kindergarten, Scott Hornstein  08:24 yes, yes. And it was such a remarkable thing at that time. We all thought it was like a miracle. And, and Jonas Salk, I mean, he was like, such a hero, yeah. The other thing, so I, we were out in Queens, in an area that's the larger area is called Forest Hills, and it was, it was a great place, because the the whole museum, whole music scene was just exploding. So I'm moving on until my junior high school and high school years, and it was just all over the place. Yes, we were playing in bands, but also there were these wonderful venues to go to. And there was the subway. If my parents only knew where I really was, we would get on the subway, go down in the village, go to all the cafe bar Gertie spoke city, all these places to hear the this wonderful mind changing music. And by mind changing, I don't mean drugs. I mean mind changing that it was, it was just everything in life. Michael Hingson  09:57 And there's nothing like hearing a lot. Music, Scott Hornstein  10:01 even to this day, it's my very, very favorite thing to do. Yeah, and so many musicians and artists came out of that area. I not being one of them. But it was so exciting. Michael Hingson  10:27 I remember when we lived in New Jersey, and I would commute into New York. I heard, for example, even then, and it was in like 96 to beginning of 2002 Woody Allen on Monday night would play his clarinet somewhere. And less, less, Paul was still doing music and playing music at the meridian ballroom. And you can even take your guitar in and he would sign it for you Scott Hornstein  10:55 the it was Joe's Pub. Woody Allen would right. And I went there a couple of times to see him. Of course, it was so pricey that we had to kind of sneak in have one beer, yeah, Michael Hingson  11:16 but still, it was worth doing. Scott Hornstein  11:19 And then they Yeah, and they were great clubs. I think that was, there's certainly the blue note for jazz that I went to a lot. And then there in Times Square, there was iridium, which was where I was able to see Les Paul, right? And many of those greats. Michael Hingson  11:42 Yeah, I never did get to go and get my guitar signed, and now it's too late. But oh, well, do you play? I play at it more than anything else. My father, I think, even before the war, before World War Two, or somewhere around there anyway, he traded something and got a Martin grand concert guitar. Oh, still, I still have it. That's wonderful. What a wonderful sound it is. Scott Hornstein  12:15 What a wonderful story. Yes, I play as well. I And growing up very early on, I decided I wanted to be Ricky Nelson. Oh, there you go. But I quickly learned that I was not going to be Ricky Nelson. However, the guy that was standing behind him playing guitar, now that might be something that I could do. So yes, so I picked it up, and I played in all the bands and then, which quickly taught me that I was not cut out for rock and roll, that I wasn't very good at it, but it led me into many other avenues of music, certainly listening, certainly being part of that scene, I'd go see friends of mine who could play well rock and roll and And that was so exciting for me. And then I, I played in pickup bands through college. So on a weekend night there would be a wedding, Bar Mitzvah, and this guy, I forget his name, piano player, he he got all the gigs and Howie was the first choice for guitar, and if Howie wasn't available, they'd call me. Michael Hingson  13:47 There you go, hey. So second choice is better than no choice. Absolutely. Scott Hornstein  13:54 I i enjoyed it thoroughly and that they paid me money to do this. There you go, right, inconceivable to me. Michael Hingson  14:05 So what did you major in in college? Scott Hornstein  14:10 Well, I started off majoring in biology, and there you go. And why I chose biology is is a mystery to this day, it didn't last long. I cycled through a number of things, and I graduated with a degree in literature, in English, particularly American literature, which is not quite the same as learning a trade. But you know it, it was consistent with with who I was at that time. I was the guy who, if he went out the door, would have two books with him, just in case I finished one. I didn't want to be left at sea, so a voracious reader couldn't stay away from the theater. So it was very consistent with who I was and and it was good for me, because I think through things like like literature and fiction and biography, you learn so much about the world, about how different people are confronted with challenges, how they process their lives, how they overcome these challenges or not or not, it just exposes you to so much. Michael Hingson  15:49 Yeah, and so I'll bet you had some challenges finding some sort of real, permanent job after getting a degree in English? Scott Hornstein  16:03 Yes, I did. But when I got out the idea of it didn't cross my mind that people actually would not earn a great living by being just an artist. What did I want to do? I wanted to write. I wanted to be involved in music. I wanted to act. I did all these things until the point when I got thoroughly fed up with being poor, with not having a dime in my pocket. Ever starving to death is, is sort of what you would call it. Yeah, yeah. You know, I did. I have modest success. Yes, I was able to keep myself off the streets, but no, it was no way for a career. It was no way to even be able to afford your own apartment, for gosh sakes. So I from there i i had done a lot of promotion for the different things that I was involved in, trying to get audiences, trying to get awareness of what I was doing, and that led me to have some contacts inside of CBS. And when I started looking for a job, I started talking to these folks, and they offered me a job. So here I was, and actually gainfully employed. Michael Hingson  17:44 What was the job? Well, I Scott Hornstein  17:47 was sort of a gopher for my first job. Mostly what I did was type, but I do have one good story for you. So I was down in the depths of the CBS Broadcast Center, which is all the way on the west side of 5017 and it's an old milk factory, so which they had converted to broadcast purposes. And so there were long holes, and the halls would always slope down. And there was one day where I was late for a meeting, and I came running down the halls, and there are always these swinging doors, I guess, for in case there's a fire or something, and I'm bursting through the doors, and I go running, and I burst through the next set of doors, and I'm running, and I burst through the next set of doors, and I knock this guy right on his bum. I pick him up, I dust him off. I say, I am so sorry. He says, Don't worry about a thing. It's all fine. I continue running. A friend of mine grabs me and says, Did you see Paul Newman? Michael Hingson  19:10 There you are. Scott Hornstein  19:12 So I have the unique entry on my resume of knocking Paul Newman to the ground. Michael Hingson  19:22 I Well, at least he was civil and nice about it. Scott Hornstein  19:26 He was very nice about it, though. Yeah, so I worked there and then through my writing, because I was writing for a film magazine at night, which, of course, didn't pay a cent, not a cent, but I got to go to all the premiers, and I got to meet all the people and interview all the people so whatever. So through that, I was able to go over to the main building and answer letters for Bill Paley, who was the. Michael Hingson  20:00 Chairman, Chairman, I said, Yes, right, Scott Hornstein  20:02 and it was my job to explain to everybody why Mr. Paley, I never called him, Bill, never, nobody, no, no, why he was right and they were wrong. That was my job, and that I did that for a little while, I can honestly say that I enjoyed having money in my pocket, but that was not the most fulfilling of jobs, and from there, I was able to go over and get my first marketing position, working for the Columbia record and tape Club, which was part of CBS Records at that time. And when I Ben or Dover was the president of Columbia House at that time, and when he made me the offer, he gave me one of the great life lessons that I've I've ever had. And he said, Scott, if you sit in your office and you do exactly what I ask you to do, and you do it on time, and you do it perfectly, we are not going to get along. But if you are out there and you're trying this and you're trying that, and this works, and that doesn't work, but you get up and you keep trying, we're going to be fast friends. Interesting. Yeah, yeah. That's something that has stayed with me my whole life. One of the great pieces of advice that I've ever gotten, Michael Hingson  21:57 well the for me, what's fascinating about it is thinking about how many people would really do that and allow that to happen, but it's really what more people should be doing. I've I've always maintained that the biggest problem with bosses is that they boss people around too much, rather than encouraging them and helping them and using their own talents to help people be more creative. When I hire sales people, the first thing I always told them was, well, the second thing because the first thing I always told them was, you need to understand right up front if you're going to sell here, you have to learn to turn perceived liabilities into assets. And that's got a story behind it. But the second thing that I always talked about was my job isn't to boss you around. I hired you because you convinced me that you're supposed to be able to do the job, and we'll see how that goes. But you should be able to but my job is to work with you to figure out how I can use my talents to help you and to enhance what you do to make you more successful. And the people who got that did really well, because we usually did things differently, and we both learned how to figure out and actually figure out how to work with each other and be very successful. But the people who didn't get it and wouldn't try that, generally, weren't all that successful. Scott Hornstein  23:26 Not terribly surprised, sir. You know, I think that people miss the the humanity of all this. And that if we bring our respective strengths and work together, that it's going to be a more complete and more successful whole than if I try and dominate you and tell you what to do, right, just that hasn't been a successful formula for me. I have never done well with people who tried to tell me exactly what to do, which is probably why I went out on my own. Probably why, in the greater scheme of things that I I did well, working for people from Columbia House. I met this guy on the train, and we got friendly, and he said he worked for an advertising agency, and they were looking for somebody would I be interested in interviewing? And this was with the young and Rubicon. And I did get the job, and I did work my way up to an account supervisor. And then i i said, i. Hate this, and I went back to be a copywriter and worked my way up to be a creative director. But, you know, I went on my own on January 1 of 86 and it was like a liberation for me, because at that point there was a new a new president of the division that I worked for, and he was not a nurturing individual. He was more of the dominant kind of you'll do what I tell you to do. Didn't sit well with me at all, and I had the opportunity to go on my own. So I I packed up my dolls and dishes, and I walked in on January 2, and I said, Bill, I quit. Michael Hingson  26:02 There you go. Was it hard for you to do that? Scott Hornstein  26:11 You know, at that point? So I here I am. I'm a creative director. I got the office on Madison Avenue, and I'm doing freelance all over the place, not only because it was extra money, but because it was it was fueling my creativity. It was giving me something back. It was fun. And I really like to have fun. I have so much fun working with people and that interaction that that humanity, the spark of humanity. So I was doing a lot of freelance, and I wrote this proposal for this one design group who was near where I was living at that time, and it got sold. So they said, Do you want to you want to work on it? And at that point in my life, I didn't have any responsibilities. I had a studio apartment there that was real cheap. And I said, If I don't try this now, yeah, I don't think I'll ever try it. So that's what I did. I quit, and I walked out the door into the great unknown, Michael Hingson  27:39 and the entrepreneurial spirit took over. Scott Hornstein  27:43 It did, and it worked well for about six, seven months, and then we got to the summertime, and I couldn't get arrested for a while. But you know, you have to take it one day at a time. And I figured, all right, well, let's just be open and network and see what's going on. It's not the time to quit. It's not the time to go back and get a job. And I was fortunate in that I was sitting at the desk one day, and this one guy called me, and I had met him before his folks ran one of the biggest, or actually the biggest, telemarketing agency in New York at that time, and I had met, met this fellow, and he said, I got this project. I've been asking around for creative source, and three people gave me your name. So I figured, well, let's go talk. And that turned into a very, very good situation for me, it gave me a lot of responsibility and a lot of leeway to take all the things that I had learned and put them in service of my client and I had a ball. I loved it. The only thing I didn't love was the and I did love this for a while was the constant travel. Now, everybody doesn't travel, and they're all sitting in their rooms at home, looking at screens. But that was that was a great opportunity for me to to spread my wings and to take and I learned so much one of the. Initial assignments I had was for IBM and IBM at that time was, was Mount Olympus. Oh my gosh, working for IBM, and I worked in tandem with this research group. We were all working on the introduction of the IBM ThinkPad and what these folks, they had a methodology they called voice of customer research, which was a qualitative research we're talking to decision makers from a carefully prepared Interview Guide to come up with the attitudes, the insights that we could put together to to come up with a solution. And I was fascinated by this of how to tap into what what the customer really wants by talking to the customer. How unusual. Michael Hingson  31:16 What a concept. Oh yeah. I mean Scott Hornstein  31:19 then and now, it's still the operative phrase of this would be a wonderful business, business, if it wasn't for all those annoying customers and and this just turned that on its head. That's another thing that I learned that has stayed with me through my entire career, is that for the the storytelling, and what I mean by storytelling is, is two things. Is, first, you know all your stories are going to come from what you consider to be your brand, but if you're not developing your brand according to the wants, the needs, the desires, the expressed future state that your Customers want, then then you're wide of the mark. So I was able to bring this in, and I think do a much better job for my customers. Now, the way that relates into storytelling is that you're you're able to take what you do and put it into the story of how your customer succeeds with the hero in the hero's journey, is Michael Hingson  32:55 your customer, your customer? Why do you think that is such a successful tactic to use, Scott Hornstein  33:02 because everybody else is completely enamored of themselves. When other companies craft their their brand, it's mostly because why they think they are special and what their vision tells them is their future. And quite frankly, most customers really don't care when, when a new customer first confronts you and your brand. They ask three questions, who are you? Why should I care? And what's in it for me? And if you can't answer those, if the story that you tell whether complete or in fragments or in in different parts according to where they are on their consideration journey. It doesn't resonate. It doesn't resonate. Hey, I have the best technology out there. I have brilliant people working on this technology. And guess what? Your technology? Somebody will eat your technology in 18 months, and I don't care, I want to know. What does it do for me? Michael Hingson  34:28 Yeah, as opposed to saying, After asking enough questions, I have technology that will solve this problem that you have identified. Let me tell you about it. Is that okay? Exactly? Scott Hornstein  34:44 Yeah, exactly. And as odd as it sounds, that helps you to stand out in the field, in a crowded Michael Hingson  34:55 field, it does, but it's also all about the. Relating to the customer and getting the customer to establish a rapport and relating to you. And when you, as you pointed out, make it about the customer, and you talk in such a way that clearly, you're demonstrating you're interested in the customer and what they want they're going to relate to you. Scott Hornstein  35:24 There's two, two things in there that, well, there's a million things in there that are particularly true. And the first is not only recognizing and and internalizing the goals of your client, but also opening yourself up and saying, these are people. These are humans. And the other real distinguishing fact that a lot of people don't either realize or embrace is that in business to business, and I've spent most of my life in business to business, it's all personal. It's all about personal connections. It's all about trust. And call me crazy, but I am not going to trust a machine. I will have confidence in technology, but my trust is going to be placed in the human through this, one anecdote that that is has really impressed me is that I was doing one of these interviews once, and I was talking to the CEO of of this company. And I said, Well, you know, I of course, I'm working for company A and you've been a client for a long time. What's, what's the greatest benefit that you get from this company? And without hesitation, he said, our salesman. Our salesman is part of our team. He understands who we are, he knows what we need, and he goes and he gets it. So that kind of that, to me, has always been a touchstone on things. Michael Hingson  37:43 Well, the fact that the salesman earned that reputation, and the President was willing to acknowledge it is really important and crucial. Scott Hornstein  37:56 And within that, I would say the very important word that you used is earn. You need to earn that trust. Sure it doesn't come just because you have brilliant technology. It's all people. It's all personal, all people. Michael Hingson  38:20 And that's success, the successful sales people are people who understand and work to earn trust. Scott Hornstein  38:32 Well said, and I think that particularly in this age of accelerating remoteness, that this concept of earning the trust and the person to person becomes a compelling competitive differentiator. And I think that that telling the story of of how you make your customers successful, of the role you play, of where you're going, this allows you to bridge some of those troubled waters to people who are sitting remote. It helps you to open your ears you know where you're going, so you can listen, yeah, Michael Hingson  39:40 well, and that's an extremely important thing to to keep in mind and to continue to hone, because bottom line is, it's all about, as I said, trust, and it certainly is about earning, and that isn't something you. First, it's something that you understand. Scott Hornstein  40:04 It's a gift that can only be bestowed on your customer. You can want it, but they're the only ones who can give you. Your brand is the meal you prepare. You but your reputation is the review, right? So, yeah, you gotta earn that trust. Michael Hingson  40:32 So how long so you you own your own company? How long has the company been in existence? Scott Hornstein  40:40 I Well, let's see. I went on my own on January 1 in 1986 and I am still without visible means of support. Michael Hingson  40:58 Well, there you go, same company all along, huh? Scott Hornstein  41:03 I Yeah, you know, do different work with different people, sure, but yes, it's still me. Michael Hingson  41:13 It's still, do you actually have a company and a name or anything like that? Scott Hornstein  41:17 I did. I did for a long time. I operated under Hornstein associates, okay, and recently I have dropped that and I just work as myself. I think that I had employees, then I had expandable, retractable resources then, and I'm not so interested in doing that right now. I am interested in working as and I love working as part of a team. Collaboration is my middle name. I might not have put that on my resume, but yeah, and I'm just, I'm really just interested in being me these days. Michael Hingson  42:13 That's fair. There's nothing wrong with that. No, well, in your current role, what do you think is the greatest contribution you've made to your clients, and I'd love an example, a story about that. Scott Hornstein  42:28 I would love to tell you a story. Oh, good. So one of my clients is a manufacturer. And they manufacture of all things, barcode scanners, as you would use in a warehouse and in a warehouse, absolutely everything, including the employees, has a barcode. Theirs is different than the the ones that you would normally see, the ones that like have a pistol grip. These are, these are new. It's new technology. They're ergonomically designed. They sit on the back of your hand. They're lightweight. They have more capabilities. They're faster and more accurate. Well, that sounds like sliced bread. However, they had a big problem in that all the scanners in all the warehouses come from the titans of the universe, the Motorola's, the great big names and these great, you know the old saying of Nobody ever got fired for buying IBM. Well, you know, if they need more scanners. Why would they go elsewhere? They just go back and get the same thing. So the the big problem is, is how to penetrate this market? And we did it. I worked with them in a number of ways. The first way was to conduct interviews, qualitative interviews, with the executive team, to come up with their their brand. What did they think? What did they think that was most important? And they said, clearly, the productivity gains, not only is this faster, not only can we prove that this is faster, but the the technology is so advanced that now we can also give you. Information from the shop floor. Well, then we talked to their their partners, who were already selling things into these warehouses. And we talked to a number of companies that were within their ICP, their ideal customer profile, I think that's very important to be prospecting with the folks who can make best use of your products and services. And what we found is that it wasn't just the productivity, it was that we solved other problems as well, and without going heavily into it, we solved the a big safety problem. We made the shop floor more secure and safer for the workers. So we changed the message from Warehouse productivity to the warehouse floor of making each employee safer, able to contribute more and able to have a better satisfaction, and that we were able to roll out into a into great messaging. The initial campaign was solely focused on the workers, and our offer was We challenge you to a scan off our scanners, against yours, your employees, your products, your warehouse. Let's have a head to head competition, because we then knew from these interviews, from working with the partners, that once these employees got the ergonomic the lightweight, ergonomic scanners on their hands, and realized how much faster They were, and how much safer that they were, that they would be our champions. And in fact, that's what, what happened. I can go deeper into the story, but it it became a story. Instead of coming in and just saying, boost your productivity, it's the scanners work for your your overall productivity. It helps you to keep your customers satisfied, your workers, one of the big problems that they're having is maintaining a stable and experienced workforce, this changed the characteristic of the shop floor, and it changed the character, how the employees themselves described their work environment. So we were able to take that and weave a story that went from one end of the warehouse to the other with benefits for everybody in between. So you said, What is the the one you said, the greatest benefit, I would say the contribution that I'm most proud of, it's that it's to recast the brand, the messaging, in the form, in the shape of the customer, of what they need, of helping them to achieve the future state that they want. And I'm sorry for a long winded answer, Michael Hingson  49:10 yes, that's okay. Not a not a problem. So let me what would you say are the two or three major accomplishments or achievements in your career, and what did they teach you? Scott Hornstein  49:26 Well, you know, I think the the achievements in my career, well, the first one I would mention was incorporating that, that voice of customer research, bringing the customer to the planning table, letting the executives, the sales people, the marketers, unite around, how does the customer express their hopes, their dreams, their challenges? I would say the second. Uh, is this idea of taking all of the content of all of the messaging and and unifying it? Some people call it a pillar view. I call it storytelling, of relaying these things so that you are giving your prospects and your customers the information that they need when they need it, at the specific point in their consideration journey, when this is most important, and it might be that a research report for a prospect that talks about some of the challenges in the marketplace and what's being done, it might be as simple for a customer as a as a video on how do you do this? You know, how do you screw in a light bulb? Oh, here it is. Everybody's used to that. The the third thing, and, and this is something, forgive me, for which I am, I am very proud, is that now I take this experience and this expertise, and through the organization called score, I'm able to give this back to people who are are trying to make their way as entrepreneurs Michael Hingson  51:35 through the Small Business Administration. And score, yes, Scott Hornstein  51:40 very proud of that. I get so much for from that. Michael Hingson  51:46 Well, what would you say are maybe the two or three major achievements for you in life, and what did you learn? Or what did they teach you? Or are they the same Scott Hornstein  51:57 I did? Well, I would say they're they're the same, and yet they're a little bit different. The first one is, is that it's only very few people who lead the charmed life where they are never knocked down. I'm not one of those people, and I've been knocked down several times, both professionally and personally, and to get back up, I to have that, and you will forgive me if I borrow a phrase that indomitable spirit that says, no, sorry, I'm getting back up again. And I can do this. And it may not be comfortable and it may not be easy, but I can do this. So there was that I think that having kids and then grandkids has taught me an awful lot about about interpersonal relationships, about the fact that there isn't anything more important than family, not by a long shot, and from these different things. I mean, certainly, as you I was, I didn't have the same experience, but 911 affected me deeply, deeply and and then it quite frankly, there was 2008 when I saw my my business and my finances sort of twirl up into the sky like like the Wizard of Oz, like that house in the beginning, Michael Hingson  54:09 but still, Scott Hornstein  54:16 And I persevere, yeah. So I think that that perseverance, that that focus on on family, on humanity. And I would say there's one other thing in there, is that. And this is a hard one. Observation is that I can't do anything about yesterday, and tomorrow is beyond my reach, so I I have to take Michael Hingson  54:56 today, but you can certainly use yesterday. As a learning experience, Scott Hornstein  55:01 I am the sum of all my parts, absolutely, but my focus isn't today, and using everything that I've learned certainly. You know, I got tongue tied there for just a minute. Michael Hingson  55:19 I hear you, though, when did you get married? Scott Hornstein  55:25 I got married in 87 I I met my wife commuting on the train to New York. Michael Hingson  55:35 So you had actually made the decision to could to quit and so on, before you met and married her. Scott Hornstein  55:43 No, no, I was, I was I met her while I still had a job in advertising. That's why I was commuting to New York. And you know, in the morning there was a bunch of us. We'd hold seats for each other and just camaraderie, yeah, you know, have our coffee. Did she? Did she work? She did she did she was she joined the group because she knew she had just gotten a job in New York. And of course, for those who don't know New York? When I say New York, I mean Manhattan, the city. Nobody thinks of any of the boroughs Michael Hingson  56:27 as part of New York. Scott Hornstein  56:31 And yeah, I and one day gone in, she fell asleep on my shoulder, and the rest is history. There you go. Michael Hingson  56:41 What So, what did she think when you quit and went completely out on your own? Scott Hornstein  56:48 I you know, I never specifically asked her, but I would think that she would have thought that maybe I was not as solid, maybe not as much marriage material, maybe a little bit of a risk taker. I did not see it as as taking a risk, though, at that time, but it was actually great for us, just great for us. And yeah, met there, and then I quit. Shortly thereafter, she was still commuting. And then things started to just take off, yeah, yeah, both for my career and for the relationship, yeah. Michael Hingson  57:51 And again, the rest of course, as they say, is history. Scott Hornstein  57:56 It is. And here I am now in Reston, Virginia, and we moved to Reston because both daughters are in close proximity, and my two grandchildren. And you know, am I still confronted with the knock downs and the and the get up again. Yeah, the marketplace is very crazy today. The big companies are doing great, the mid size companies, which is my Market, and it's by choice, because I like dealing with senior management. I like dealing with the people who make the decisions, who if we decide something's going to happen, it happens and and you can see the impact on the culture, on on the finances, on the customer base. These guys are it's tough out there right now. Let me say that it's it's tough to know which way to go. This doesn't seem to be anything that's sure at the moment. Michael Hingson  59:11 Yeah, it's definitely a challenging world and and then the government isn't necessarily helping that a lot either. But again, resilience is an important thing, and the fact is that we all need to learn that we can survive and surmount whatever comes along. Scott Hornstein  59:33 And let me just throw in AI that is a big disruptor at the moment that nobody actually knows Michael Hingson  59:43 what to do with it. I think people have various ideas there. There are a lot of different people with a lot of different ideas. And AI can be a very powerful tool to help but it is a tool. It is not an end all. Um. Yeah, and well said, I think that, you know, even I, when I first heard about AI, I heard people complaining about how students were writing their papers using AI, and you couldn't tell and almost immediately I realized, and thought, so what the trick is, what are you going to do about it. And what I've what I've said many times to teachers, is let students use AI if that's what they're going to use to write their papers, and then they turn them in. And what you do is you take one period, and you call each student up and you say, All right, I've read your paper. I have it here. I want you now to defend your paper, and you have one minute, you're going to find out very quickly who really knows what they're talking about. Scott Hornstein  1:00:47 That, in fact, is brilliant. Michael Hingson  1:00:49 I think it's a very I think it's a very powerful tool. I use AI in writing, but I use it in that. I will use it, I will I will ask it questions and get ideas, and I'll ask other questions and get other ideas, and then I will put them together, however, because I know that I can write better than AI can write, and maybe the time will come when it'll mimic me pretty well, but still, I can write better than AI can write, but AI's got a lot more resources to come up with ideas. Scott Hornstein  1:01:21 It does. It does. And with that, it's a fantastic tool. The differentiator, as I see it, for most of my stuff, is that AI has read about all this stuff, but I've lived it, so I'm going to trust me at the end, Michael Hingson  1:01:45 and when I talk about surviving the World Trade Center and teaching people what I learned that helped me in the World Trade Center, I point out most people, if there's an emergency, read signs and they're told go this way to escape or to get out or do this or do that, but there's still signs, and they don't know anything. I don't read signs, needless to say, and what I did was spent a fair amount of time truly learning all I could about the World Trade Center where things were, what the emergency evacuation procedures were what would happen in an emergency and so on. And so for me, it was knowledge and not just relying on a sign. And so when September 11 happened, a mindset kicked in, and we talked about that in my my latest book, live like a guide dog. But that's what it's about, is it's all about knowledge and truly having that information, and that's what you can trust. Scott Hornstein  1:02:48 I'll give you a big amen on that one. Michael Hingson  1:02:52 Well, this has been a lot of fun to do. We've been Can you believe we've been doing this an hour? My gosh, time, I know having fun. Scott Hornstein  1:03:03 It's fun. And I would say again, in closing, I just have enormous respect for what you've accomplished, what you've done. This is been a great privilege for me. I thank you very much. Michael Hingson  1:03:19 Well, it's been an honor for me, and I really value all the comments, the advice, the thoughts that you've shared, and hopefully people will take them to heart. And I would say to all of you out there, if you'd like to reach out to Scott, how do they do that? Well, there you go. See, just, just type, well, right? Scott Hornstein  1:03:42 That's it. If you, if you sent an email to Scott dot Hornstein at Gmail, you'll get me. Michael Hingson  1:03:56 And Hornstein is spelled Scott Hornstein  1:03:58 H, O, R, N, S, T, E, I, Michael Hingson  1:04:03 N, and again, it's scott.hornstein@gmail.com Scott Hornstein  1:04:09 that's that's the deal. There you go. Well, find me on LinkedIn. You can find me on medium. I'm all over the place. Michael Hingson  1:04:18 There you are. Well, I hope people will reach out, because I think you will enhance anything that they're doing, and certainly trust is a big part of it, and you earn it, which is great. So thank you for being here, and I want to thank all of you for listening and watching us wherever you are. Please give us a five star review and a rating and but definitely give us a review as well. We appreciate that. If you know anyone else who ought to be a guest, Scott, you as well. We're always looking for more people to have on, so please introduce us and Scott. If you want to come on again, we can talk about that too. That'd be kind of fun. But I want to thank what I want to thank you again for being here. This has been fun, and I appreciate you being here with us today and and so thank you very much for doing it. Scott Hornstein  1:05:07 My all the pleasure is all mine. Michael Hingson  1:05:14 You have been listening to the Unstoppable Mindset podcast. Thanks for dropping by. I hope that you'll join us again next week, and in future weeks for upcoming episodes. To subscribe to our podcast and to learn about upcoming episodes, please visit www dot Michael hingson.com slash podcast. Michael Hingson is spelled m i c h a e l h i n g s o n. While you're on the site., please use the form there to recommend people who we ought to interview in upcoming editions of the show. And also, we ask you and urge you to invite your friends to join us in the future. If you know of any one or any organization needing a speaker for an event, please email me at speaker at Michael hingson.com. I appreciate it very much. To learn more about the concept of blinded by fear, please visit www dot Michael hingson.com forward slash blinded by fear and while you're there, feel free to pick up a copy of my free eBook entitled blinded by fear. The unstoppable mindset podcast is provided by access cast an initiative of accessiBe and is sponsored by accessiBe. Please visit www.accessibe.com . AccessiBe is spelled a c c e s s i b e. There you can learn all about how you can make your website inclusive for all persons with disabilities and how you can help make the internet fully inclusive by 2025. Thanks again for Listening. Please come back and visit us again next week.

Meet Taylor Prideaux; after working as a respiratory therapist for 10 years and enduring the Covid era, she made a big shift to KPAX where she now works as an Account Executive. Throughout all her experiences in life, it seems like she was made for this work and she is embracing the challenge it brings. Connect with Taylor on LinkedIN: https://www.linkedin.com/in/taylor-prideaux-952096227/

Mason Cosby shares a webinar on finding a treasure trove of opportunities in closed-lost programs. If you are looking for a quick way to generate a pipeline right now, this is it. You have already spent money to acquire these accounts, built relationships, and uncovered real pain. Mason explains why 60 to 80 percent of closed-lost opportunities are lost for reasons that can change: budget, timing, and priorities.ㅤThis episode breaks down the 4 D framework: Data, Distribution, Destination, and Direction. Mason outlines a systematic approach to re-engagement rather than just reaching out when the pipeline is low. He walks through specific playbooks designed to address industry changes, overcome past objections, and engage missing personas in the buying committee.ㅤWhat We CoverDefining ABM as a Revenue Strategy: Aligning marketing, sales, and customer success around shared target accounts that reflect your best customers.Why ABM Programs Fail: How a lack of sales marketing alignment, measurement difficulties, and undefined ownership stall progress.The 4D Framework: Using Data (targets and triggers), Distribution (channels), Destination (content), and Direction (measurement) to build repeatable processes.Vertical Specific Playbooks: Reactivating deals by addressing industry changes—like tariffs or regulations—that impact your target accounts.Objection-Based Playbooks: Creating campaigns that directly address and diffuse reasons for saying no, such as pricing, missing features, or status quo.Persona-Based Playbooks: Identifying deal cycles where key decision makers were missing or single-threaded, and re-engaging with a multi-threaded approach.Roles in Distribution: Why the Account Executive should lead outreach to known contacts while SDRs and Executives support with new contacts and alignment.ㅤResources MentionedScrappy ABM Plan TemplateABM in a Day WorkshopFathomHubSpotLinkedInㅤResources:Scrappy ABM: Visit for more ABM tips and strategies.Connect with Mason on LinkedIn for a conversation about ABM: Mason CosbyㅤIf you enjoyed today's episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. Don't forget to leave a review and share this episode with your team or fellow marketers!

In today's episode of iGaming Daily SBC Media Manager Charlie Horner is joined by Henry Ross, Account Executive for Optimove, as the duo discuss the rapid evolution of South Africa's iGaming market and how AI-driven personalisation is reshaping player acquisition and retention strategies across the continent.Tune in to today's episode to find out:What makes the South African iGaming market unique and why it's maturing faster than many global counterpartsWhy operators must move beyond mass bonus-led campaigns to data-driven, one-to-one engagementHow AI is shifting marketing from scheduled campaigns to real-time, player-led experiencesThe biggest player retention challenges across African markets and how to tackle themWhy the next 3-5 years will define market leaders as regulation tightens and competition intensifiesHost: Charlie HornerGuest: Henry RossProducer: Anaya McDonaldEditor: Anaya McDonaldLearn how Optimove's Positionless Marketing is changing how iGaming teams operate. Discover how operators are using Optimove's Positionless Marketing Platform to launch personalised CRM campaigns, dynamically change casino lobbies and bet slips, and create engaging gamified experiences. Learn more at optimove.com.To see how this approach comes to life, Optimove Connect returns to London on March 11 and 12, 2026. It is the only user conference where marketers from around the world share real-world results of Positionless Marketing driving efficiency and ROI. Register at connect.optimove.com.Finally, remember to check out Optimove at https://hubs.la/Q02gLC5L0 or go to Optimove.com/sbc to get your first month free when buying the industry's leading customer-loyalty service.

► Hier gehts zur nächsten Episode (Meine Geschichte): https://linkly.link/2WkUE  ► Sales Coaching & Training anfragen: https://2ly.link/24kPi ► Katrin auf LinkedIn: https://www.linkedin.com/in/katrin-reifeneder/  Software Sales 2026 deutlich schwieriger geworden ist: Märkte sind gesättigt, es gibt massiv mehr Mitbewerber, Budgets stehen unter starkem Druck, Kunden recherchieren den Großteil selbst vor dem ersten Vertriebskontact und Deals enden häufiger in No-Decision oder Ghosting. Katrin Reifeneder (seit rund 15–16 Jahren im SaaS-Sales, regelmäßige Topsellerin, heute Account Executive bei Salesforce) erklärt, warum Vertrieb heute „Hochleistungssport" ist und dass nicht mehr reine Schlagzahl gewinnt, sondern die beste ROI-Argumentation. So kann ich dir im Sales helfen: zur Software Sales Formula: https://www.softwaresalesformula.com zum Sales Gym: https://www.sales-gym.io Coaching & Training anfragen: https://2ly.link/24kPi Kickscale: Extended Free Version: https://2ly.link/1zdl4 Timestamps: (00:00) Warum SaaS-Sales 2026 kein Pitch-and-Close mehr ist (01:26) Sales ist jetzt Hochleistungssport (02:35) Gesättigte Märkte & informierte Käufer:(04:44) So stichst du heraus: ROI-Rechnung(07:26) Business Case, dem Kunden glauben(15:13) Business-Case-Playbook(18:53) Value Driver finden: Erfolg messbar machen(23:23) Stakeholder Mapping & Multi-Threading aufbauen(27:06) Zugang zu Entscheidern auf Augenhöhe(30:42) Multi-Threading ohne Champion zu übergehen(33:09) Champion-Test & Eskalation: Wenn der Zugang blockiert wird (34:26) Zeitmanagement im Sales: Opportunities nach Dringlichkeit priorisieren (35:22) Compelling Event definieren (37:26) Buying Committee steuern (39:42) Champions aufbauen: (45:02) Sales lernen (49:46) Komplexe AI-/SaaS-Produkte verkaufen (55:11) Mutual Action Plan (57:32) Skills für Top-Performer (01:00:07) Disziplin & Langfristigkeit: Die langweiligen Basics machen den Unterschied Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com  https://www.sales.gym.io 

Here at Brady Group, we help practices build intentional systems—clear goals, strong scheduling, and accountability that sticks. And in our coaching, we don't just talk about performance—we give practices a scoreboard, resulting in metrics that guide and direct our next steps.But a scoreboard only works if it's accurate and updated in real time. That's where Dental Intelligence comes in - simplifying the process of gathering real-time data from your software, not only will it make the process of completing your scoreboard simple, but with their easy-to-use platform, you'll know exactly where the opportunities are to maximize performance every single day.Today's episode explores what happens when strategy, accountability, and real-time data finally work together—so teams stop reacting at the end of the month and start winning on purpose.That's why I'm excited to introduce CJ Carroll, Account Executive at Dental Intelligence. In our conversation, CJ shares how real-time data helps practices bring coaching metrics to life—turning insight into action, and opportunity into results! CLICK HERE to take advantage of the savings for Brady Group members.Want to connect in person? Mark your calendar for these opportunities to grow with us:MISSION POSSIBLE Case -Acceptance Super-Conference⁠April 22-24, 2026 - DALLASNovember 4-6, 2026 - PHOENIX

Rancho Mesa's Alyssa Burley interviews Greg Garcia, Account Executive in the Landscape Group, as he recaps his experiences attending Leaders Forum 2026 in Santa Barbara, CA. Show Notes: ⁠Subscribe to Rancho Mesa's Newsletter⁠Director/Host: ⁠Alyssa Burley⁠Guest: ⁠Greg Garcia⁠ Producer/Editor: ⁠Jadyn BrandtMusic: "Home" by JHS Pedals, “News Room News” by Spence© Copyright 2024. Rancho Mesa Insurance Services, Inc. All rights reserved.

In this conversation, we sit down with Kayleen McTavish, a passionate student experience leader at Mount Royal University, to explore what university life really looks like today. From building community and tackling student loneliness, to navigating AI, parent expectations, and the evolving role of post-secondary education—Kayleen shares grounded, honest insights on why university is more than just a stepping stone to a job.If you care about education, leadership, student well-being, or the future of learning, this one's for you.Powered by Creative Innovations Lab.Let's keep pushing what's possible.#InfiniteWavesPodcast #StudentExperience #HigherEducation #LeadershipInEducation #MountRoyalUniversity #CommunityBuilding #FutureOfLearning #StudentSuccess #InnovationInEducation #AIInEducation #CreativeInnovationsLabA bit about our guest: Kayleen McTavish is a student experience leader at Mount Royal University with a deep passion for building community, fostering belonging, and supporting students through key transitions in their academic journey. Her work focuses on creating meaningful, inclusive experiences that empower students to feel connected, supported, and confident both on campus and beyond.Connect with Kayleen on LinkedIn: https://www.linkedin.com/in/kaylene-mctavish-bb0a7282About Russell & Infinite Waves: Russell is the Account Executive with Kr8ive Innovations Lab where he builds sales strategies to penetrate new markets with the latest technologies and AI, reach industry leaders, and collaborate with our solutions in various industries.Connect with Russell on LinkedIn at: https://www.linkedin.com/in/russellmothaInfinite Waves podcast is to build a platform that captures industry directions and real experiences from leaders while inspiring one of the world's most preferred tech cities. Throughthese insights, I aim to motivate new startups and contribute to shaping a vibrant and innovative future. As an interviewer, Russell is the ideal choice to share your knowledge and experience in leading a business to success. Promote your brand and story on Infinite Waves and: -Reach a global audience via the YYC Business website and the MegaPixxMedia YouTube channel. -Gain additional viewers of your Culture Hack episodes through free publication on YYC Business social media platforms. -Download your Culture Hack episode to your personal and company social media pages. Episodes are also available in podcast format and you can listen to them on Spotify, Apple Podcast, and Google Podcasts. Filmed and edited by ENTA Solutions https://www.entasolutions.org

This week's guest is someone I've been excited to sit down with for over a year.Dave Lehmkuhl began his journey studying economics and business at the Virginia Military Institute, where he also served nine years as a U.S. Army Officer. After transitioning out of the military, Dave took on roles spanning recruiting, account executive, project management, and business development, before ultimately working his way from Account Executive to Sales Director at Seamless.ai.Dave is also the host of The Bird's Nest Podcast, where he shares powerful conversations around career journeys, leadership, and personal growth. In this episode, the host becomes the guest.In this week's conversation, we go deep into Dave's early years, overcoming adversity, and how lived experience ultimately shaped his leadership style and career decisions.In this week's episode, we discussed:Overcoming adversity early in life and building confidenceLessons learned from military leadership and real-world experienceWhy lived experience often matters more than formal educationKnowing when it's time to walk away from a career pathMaking the leap back into sales after quitting on yourselfWhy you can't fake passion in your workBuilding leadership skills through discomfortMuch more!Please enjoy this week's episode with Dave Lehmkuhl.____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn

We explore how intelligent gifting breaks through AI-filtered inboxes, using psychology, data, and timing to earn real conversations and long-term loyalty. Kris Rudeegraap of Sendoso shares playbooks for stage-based sends, retention strategies, and staying human in an agentic future.• reciprocity, curiosity and tangible novelty driving attention• AI-assisted personalization for interests, timing and delivery channel• stage-based guardrails that unlock premium sends mid-funnel• timely low-cost sends outperforming expensive but irrelevant gifts• CAC, velocity and opportunity cost framing for ROI• shifting marketing metrics toward revenue and NRR• proving value when users never log into your app• human-in-the-loop creativity to avoid AI cringe• retention and expansion use cases for customer successA box at your door still beats the smartest subject line, sparks genuine conversations, and accelerates pipeline without feeling transactional. Kris blends a decade of logistics, a modern data engine, and a human-first ethos to explain why clever, timely sends often outperform expensive swag—and how to scale that tastefulness with AI.We dig into the psychology behind physical sending—reciprocity, curiosity, and the emotional lift of a tangible, personalized moment—and translate it into practical plays for sales, marketing, and customer success. You'll hear how stage-based guardrails in your CRM can unlock premium sends mid-funnel, why delivery confidence (home versus office) matters post‑COVID, and how small, useful gestures—like a rideshare credit on conference day—drive replies that mass email can't. Kris also shares how Sendoso is evolving from pure logistics to a data-rich recommendation layer that helps teams decide what to send, when to send, and where to deliver.We also explore the agentic future: AI agents summarizing inboxes, go‑to‑market engineers orchestrating workflows, and the reality that a human still signs the contract. Kris offers a candid view on pricing models, proving ROI when users never log into your app, and why NRR and expansion deserve a bigger share of marketing's attention. If you're ready to replace noise with nuance—earning meetings faster and strengthening renewals through meaningful touchpoints—this conversation gives you the framework and the guardrails to do it right.Kris Rudeegraap:  https://www.linkedin.com/in/rudeegraap/Kris Rudeegraap, the Co-Founder and Co-CEO of Sendoso, the leading Direct Mail and Gifting Platform which has seen over $250M+ spent on the platform globally.  A self-described "Sales CEO" who is redefining how B2B companies cut through the digital noise to build authentic relationships,  Before founding Sendoso, he was a top-performing Account Executive at Talkdesk and a founding team member at Piqora.  Kris is a California native, an alumnus of California State University, Chico and currently resides in the San Francisco Bay Area.Website: https://www.position2.com/podcast/Rajiv Parikh: https://www.linkedin.com/in/rajivparikh/Sandeep Parikh: https://www.instagram.com/sandeepparikh/Email us with any feedback for the show: sparkofages.podcast@position2.com

Everyone's chasing AI. Meanwhile, most organizations are wasting 25-30% of their software budget on tools nobody uses.In this episode, we meet James Malek, Senior VP of IT Infrastructure at Lexitas, who inherited chaos—45 acquisitions in five years, no structured IT department, and a hodgepodge of contracts everywhere. Instead of chasing the next shiny thing, James took a different approach: foundation first.What his team discovered when they finally got visibility into their software estate—including 300 employees using ChatGPT at a legal services company handling sensitive data—changed everything.In this episode, you'll learn:• Why software waste persists despite decades of awareness—and what actually fixes it• How one company consolidated seven separate ShareFile contracts into one• The shadow AI problem hiding in your organization right now• Why you can't do it all yourself—and what to do insteadFeaturing:• James Malek, Senior VP of IT Infrastructure, Lexitas• Elizabeth D'Amico, Manager, SAM Programs & Enablement, Softchoice• Josh Brewer, Account Executive, SoftchoiceThe Catalyst by Softchoice is the podcast dedicated to exploring the intersection of humans and technology.

In this episode of MSP Unplugged, host Paco Lebron sits down with Chris Cool, Founder and CEO of Cool Technology Group Inc., a Houston/Texas-based managed IT services provider specializing in cybersecurity, cloud solutions, remote/on-site support, and more for small to medium businesses. Chris shares his inspiring journey—from his days as a University of Colorado student-athlete spending more time in the mountains than in class, to diving into the copier and telecom industry in Dallas in the early 2000s. He climbed the ranks quickly, starting as an Account Executive at Intermedia Communications and rising to Senior VP on the West Coast (while based in Houston), building, growing, and even selling multiple organizations along the way. The conversation gets real about launching Cool Technology Group in January 2020—just as the pandemic hit—and how Chris navigated that chaos to build a thriving MSP. He opens up about the secret sauce to standing out in a crowded market, the toughest hurdles he's faced (and how he pushed through), his proudest moments, balancing family life in Tomball, Texas, with running the company, and his outlook on emerging trends like cybersecurity threats and tech advancements that small businesses need to watch. Whether you're a solo MSP operator or scaling a team, this episode is packed with practical insights, entrepreneurial grit, and advice for anyone dreaming of starting or growing their own IT services business.      

Allyssa Baker's story is the definition of Nightmare Success. What began as a prescription for pain spiraled into addiction, homelessness, and a six-year prison sentence. But behind bars, Allyssa made one decision that changed everything: she refused to quit. She earned her degree with honors, completed recovery work, and fought her way into Televerde—one of the most competitive, highest-paying jobs inside prison—learning elite B2B sales skills while incarcerated.Now an Account Executive at Paychex, Allyssa opens up about the real moments that broke her, the discipline that rebuilt her, and how second chances—combined with relentless accountability—can turn rock bottom into a foundation. This is a masterclass in resilience, reentry, and the quiet power of doing the next right thing.Show sponsors: Navigating the challenges of white-collar crime? The White-Collar Support Group at Prisonist.org offers guidance, resources, and a community for those affected. Discover support today at Prisonist.org Protect your online reputation with Discoverability! Use code NIGHTMARE SUCCESS for an exclusive discount on services to boost your digital image and online reputation. Visit Discoverability.co and secure your online presence today. Skip the hassle of car shopping with Auto Plaza Direct. They'll handle every detail to find your perfect vehicle. Visit AutoPlazaDirect.com "Your personal car concierge!"

Women in Chemical's interviews, Elizabeth Kincheloe, Account Executive at Highway Transport for Woman of the Week 1/12/2026.

In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. Zach Schuchart Zach Schuchart is the Senior Vice President, Head of Sales at Optimal Dynamics. He has over 20 years of experience in the North American and European transportation industries, including roles at UPS, CHAINalytics, and XPO, he brings deep expertise and leadership to the Optimal Dynamics team. As Head of Sales, he oversees a talented group of Account Executives and Solutions Engineers, guiding prospective customers through the evaluation of advanced optimization solutions that drive operational success. About Optimal Dynamics  Optimal Dynamics provides the decision intelligence layer that powers logistics transformation. Born out of 40 years of research at Princeton University, Optimal Dynamics leverages proprietary artificial intelligence technology to automate, optimize, and radically improve decision-making across trucking and transportation operations. Headquartered in New York City, Optimal Dynamics is backed by marquee investors including Koch Disruptive Technologies, Bessemer Venture Partners, The Westly Group, and Activate Capital. Learn more at www.optimaldynamics.com. Key Takeaways: Fleet Profitability Unleashed: The Optimal Dynamics Advantage In "Fleet Profitability Unleashed: The Optimal Dynamics Advantage", Joe Lynch and Zach Schuchart, Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. From Research to Reality: The Princeton Pedigree. Optimal Dynamics isn't just another tech startup; it is built on 40 years of academic research from Princeton University. This provides a level of scientific rigor and proprietary AI that differentiates their solutions from standard off-the-shelf logistics software. The Power of "Decision Intelligence". While many platforms focus on data visibility (showing you what is happening), Zach highlights the shift toward Decision Intelligence. This layer automates and optimizes the choice itself, helping carriers move from reactive management to proactive, data-driven execution. Bridging the Gap Between Planning and Execution. Leveraging Zach's 20+ years of experience at giants like UPS and XPO, the episode explores how traditional planning often fails when it hits the "real world." Optimal Dynamics focuses on creating dynamic plans that account for the inherent volatility in trucking operations. Leveraging High-Dimensional Artificial Intelligence. The core technology focuses on solving "high-dimensional" problems. Instead of looking at simple variables, the platform uses AI to process thousands of data points simultaneously—such as driver hours, fuel costs, and lane profitability—to find the "Optimal" solution. Automating the Complexities of Trucking. Automation isn't just about replacing manual tasks; it's about augmenting human capability. Zach discusses how their solutions allow sales and operations teams to evaluate complex scenarios in minutes rather than days, drastically reducing the "evaluation-to-action" cycle. Maximizing Profitability in Volatile Markets. In an industry with razor-thin margins, "Optimal Dynamics" means finding the most profitable way to move freight despite fluctuating market conditions. The platform helps fleets identify which loads to accept and how to route them to ensure maximum fleet utilization. Strategic Backing for Long-Term Transformation. The company's growth is fueled by marquee investors like Bessemer Venture Partners and Koch Disruptive Technologies. This level of backing underscores the industry's belief that Optimal Dynamics is a foundational player in the future of global logistics infrastructure. Learn More About Fleet Profitability Unleashed: The Optimal Dynamics Advantage Zach Schuchart Optimal Dynamics | Linkedin Optimal Dynamics Optimizing for the Future: D.M. Bowman Embraces Decision Automation Shifting From Manual Grind to Automated Growth Driving Strategic Growth and Innovation with Decision Automation How Smarter Planning Leads to Stronger Performance Rapid Transformation and Record-Breaking Results at Grand Island Express During Freight Recession, BCB Transport Sees 19.6% Increase in Revenue Per Truck After Embracing Artificial Decision Intelligence The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Become a supporter of this podcast: https://www.spreaker.com/podcast/the-real-deal-with-courtney-harden--3678816/support.

Rancho Mesa's Alyssa Burley and Account Executive of the Surety Department Josh Hill talk about how utilizing reviewed financials can help contractors improve their surety program.Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠.Director/Host: ⁠⁠Alyssa Burley⁠⁠Guest: ⁠⁠Josh HillProducer/Editor: Megan LockhartMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

This special Christmas episode of The Executive Appeal with Alex Tremble features Alex in conversation with Herman Bulls, Vice Chairman, Americas at JLL and founder of the Public Institutions Division, alongside his sons, Herman E. Bulls Jr., Senior Account Executive, and Jonathan Bulls, Account Executive at Microsoft. In the spirit of the season, they share lessons on giving the gift of autonomy to your executive team and helping leaders act independently while staying aligned on strategic priorities.Senior executives often feel like they're the only ones making critical decisions, slowing execution, and creating unnecessary bottlenecks. In this festive edition, the Bulls discuss practical ways to encourage proactive leadership and faster execution, even during high-stakes projects and year-end pressures.Listeners will discover:- How to encourage your team to own problems without constant oversight- Strategies to reduce decision load on top executives- Ways to improve execution speed while keeping alignment- Tips for ending the year strong with more empowered leadersIf you're still the chief problem solver for your exec team or feel like everything rolls up to you, this episode is for you.Celebrate the season by learning how to create a proactive, high-ownership executive team and make your calendar lighter for the year ahead. Listen now and share with another senior leader!

Join us for an inspiring conversation with association leaders shaping the future of their industries! This year's roundtable features:- Chip Flater, Director of Information Technology at the National Science Teaching Association- Jason Wampler, Managing Director of IT at the International Society of Automation- Josie Hernandez, Account Executive at Bostrom- Julia Miller, Director of Communications at Minnesota Credit Union Network- Kate Fryer, CEO of the Endocrine Society- Steven Stout, Executive Director of the Texas Society of Association ExecutivesTune in to hear their insights on leadership, innovation, and the evolving role of associations in 2025.Host and Founder: Lowell Aplebaum - CEO & Strategy Catalyst at Vista Cova Producer and Operations: Amy Hager - Strategy Advisor at Vista CovaVideo and Audio Editing: Savannah BraggMusic: Slow Burn by Kevin MacLeodLink: https://incompetech.filmmusic.io/song...License: http://creativecommons.org/licenses/b...

In this power-packed conversation, Eric sits down with Sean Kingsbury, VP of Cybersecurity and Account Executive for the Department of Treasury at SAIC, to reveal exactly how small businesses can partner with one of the biggest integrators in the game. Sean breaks down when to approach primes, how SAIC vets potential partners, the role of their small business POC, and what capabilities are in highest demand—especially around cyber, AI agents, automation, and risk reduction. If you've ever wondered how to get noticed, when to reach out, or what SAIC actually looks for in a teaming partner… this episode gives you the blueprint. Key Takeaways Approach SAIC early and after RFP release—both windows matter. They actively evaluate small businesses through a dedicated intake and vetting process. Come prepared. Do your research, know SAIC's missions, and clearly articulate capabilities, past performance, and where you fit in their ecosystem. Cyber + AI are high-priority needs. SAIC is looking for innovative small businesses with solutions that reduce risk, workload, and cost through measurable outcomes. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Episode here: https://youtu.be/3VdqtfH0ivw 

In this episode of The Doctor Diaries: Amazing Tech StackSeries, hosts Hanya Oversby and Olivia Boddeus sit down with Luka de Castro, Account Executive at Podium, to explore how clinics can radically transform their patient communication, lead management, and operationalworkflow using intelligent technology and next-generation AI.Podium is an AI-powered lead conversion and communication platform transforming how practices attract,manage, and convert leads—delivering effortless efficiency, increased revenue, and exceptional patient experiences.Luka breaks down where Podium sits in a clinic's tech ecosystem, the biggest compliance questions ownersshould ask, and why clinics are losing leads every weekend without realising it. From 24/7 AI agents to call intelligence and evolving digital procedures, this episode reveals what the future of patient engagement truly looks like —and why the next 12–24 months will reshape the medical aesthetics industry.Hanya and Olivia explore how Podium's AI Patient Coordinator assists clinics to streamline communication and elevate the patient experience. With a focus on the healthcare and aesthetics landscape.If you want clarity on what's essential in your tech stack and how to future-proof your clinic, this episode is a must-listen to discover the future of patient communication and lead conversion with Podium.Curious to see how it works?Click below, pop in your details and we'll be in touch to take you through a demo.LEARN MORE -https://www.podium.com.au/hanya-oversby For more information on Olivia Boddeus, please follow this linkhttps://www.oliviaboddeus.com.au/More information about Hanya Oversby can be found onhttps://hanyaoversby.com.au/ #TechStackPodcast #Aesthetics #ClinicGrowth#AIinMedicine  #medicalworld#doctordiariespodcast #hanyaoversby #podcast #medicalbusiness #doctorsofinstagram#doctor #secretsource #medicalpodcast Doctor Diaries is a podcast series designed for healthcare professionals, featuring in-depth interviews with experienced clinicians across medical aesthetics, dermatology, surgery, and integrative medicine. Each episode provides insights into clinical approaches, practice development, and the realities of patient care in today'sregulatory landscape.This content is intended for qualified healthcare professionals only and may discuss prescription-only products, regulated procedures, and clinical experiences not suitable forgeneral public promotion. Always refer to relevant professional guidelines and product information.

After closing The Wakery, Elizabeth Wake joins NPR Illinois as one of its sponsorship account executives to develop business funding and increase awareness.

In this special episode of Make It Happen Mondays, John sits down with Ryan Garland, an Account Executive at Coefficient, to dive into what happens when a rep actually cares about getting better. This isn't a generic sales success story—this is the real, raw impact of putting in the work, embracing coaching, and taking ownership of your sales career.Ryan shares what drew him to John's 1:1 coaching program, how he went from solid to standout by applying proven frameworks, and why most reps are leaving massive money on the table by being lazy and reactive. The conversation touches on the current sales landscape, AI's impact, startup chaos, negotiation tactics that actually work, and what it means to take responsibility not just for results—but for your own personal growth.This is the kind of episode that reminds us why sales is still one of the most rewarding careers—if you show up for it. Ryan did. Now he's winning because of it.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Ryan on LinkedIn: https://www.linkedin.com/in/rjgarlan/

Maddy Haro: Soccer Account Executive, PlayerData   [Originally Recorded: 11-20-2025]

In this episode of Great Leaders UK, we are joined by Julia Weimer, Director of Solution Engineering UKI at Wiz, to discuss the critical, often underutilized role of pre-sales in driving elite sales execution. Julia shares her unique journey from Security Analyst in a SOC to leading a high-performing SE team , emphasizing why Sales Engineers must be viewed as equal business partners to Account Executives, not just technical support. She walks us through the importance of symbiotic relationships , leveraging structure like MEDDIC , and the power of empowering SEs to build technical champions.

At the 2025 ASSEMBLY Show, we sat down with Ben Brakenwagen, Account Executive, to explore how Dirac's BuildOS automated work instruction platform transforms complex CAD models into clear, repeatable, and scalable work instructions, creating the digital thread that connects design, production, and quality. By automating and standardizing this critical step, manufacturers can accelerate digital transformation, reduce documentation time by up to 95%, and enable agile production across facilities. Learn why work instructions, “the blueprints of the modern industrial base,” could be the key to reindustrialization across the West.Sponsored By:

This episode of The Inquisitor Podcast features Parker Mills, Account Executive at ServiceNow and author of State and Local Government Sales: Beyond the Bid. Parker exposes the systemic dysfunction created when short-term sales culture sabotages long-term public value. With 11 years in U.S. state and local government (SLG) sales, he dissects the brutal misalignment where enterprise is the tail that wags the dog, corporate GTM strategy, incentives, and collateral all built for the wrong customer profile. For founders and C-suites, Parker calls out the dangerous internal pressure that fuels “optimism theatre” and quietly corrodes integrity and trust. His challenge: treat forecast accuracy as a measure of integrity, not compliance. Give your sellers the freedom to protect relationships from the distortions of quarterly panic. Why? Because government sales aren't built for sprints. The average deal runs 18 months, often tied to state fiscal calendars or biennial budgets. The only winning strategy is one built on patience, preparation, and principle. For sellers in the field, we unpack how to move Beyond the Bid, from chasing RFPs to driving pre-RFP collaboration 2–3 years before the funding ask. Parker reveals the practical shifts that separate average from elite: Stop prescribing and start co-developing Learn the policy backdrop, especially around AI (many states still ban GenAI) Read public strategic plans like they're account plans Map the second and third rooms to stop corridor kills before they happen And the biggest mindset shift of all: stop focusing on winning the bid.  Focus on deserving the renewal. Integrity is not a slogan, it's a skill. If you're ready to dismantle a commercial-centric GTM and align your quotas to public sector reality, this conversation will challenge your thinking. Parker shares a blueprint for turning forecast accuracy into integrity, handling ghosting with composure, and learning why slowing down is the fastest way to sustainable growth. Tune in to discover how integrity-led sellers shape the deal years before the RFP, and why that's exactly what the public sector deserves.   Contact Parker: https://www.linkedin.com/in/pamills/ Email parkermills@stateandlocalsales.com Parker's book 'State and Local Government Sales: Beyond the Bid': https://amzn.to/445uJCz  

In this special episode of Association Rockstars, host Lowell Aplebaum sit down with leaders from Association Latinos, the dynamic grassroots community elevating Latino leadership and inclusion across the association industry.Board members Josie Hernández, Carlos Cardona, Diana Dumitru, and Jay Carino share how a single conversation during Hispanic Heritage Month sparked a national movement. They discuss the lessons learned from launching a volunteer-driven 501(c)(3), what it takes to coordinate over 40+ active volunteers, and how listening, empowerment, and partnership have fueled sustainable growth.You'll hear how Association Latinos is shaping the future of associations through leadership development, mentorship, and authentic community-building — plus their plans for scaling impact with new membership models, governance frameworks, and technology systems.If you're passionate about diversity, equity, and inclusion, grassroots organizing, or building communities that last, this conversation is packed with insights, inspiration, and practical wisdom for association professionals everywhere.Watch now to learn how Association Latinos is redefining what leadership looks like in the association world.About our guests:Carlos Cardenas, CAE, AAiP, incoming Board President of Association Latinos, champions Latino leadership and belonging in the association space. A U.S. Marine Corps veteran and Senior Strategic Consultant at DelCor Technology Solutions, he helps organizations innovate with purpose and stay rooted in culture.Diana L. Dabdub is the Senior Director for Admissions and Recruitment Affairs at the American Association of Veterinary Medical Colleges, where she develops and implements programs that support member institutions' admissions activities, including oversight of the Veterinary Medical College Application Service (VMCAS) for 48 colleges of veterinary medicine, serving over 13,000 applicants and 80,000 applications annually. She also leads strategic admissions and recruitment initiatives, promotes careers in veterinary medicine, and directs marketing and virtual outreach for prospective applicants.Jay Cariño has over 18 years of valuable experience in the association industry and currently serves as the Vice President of Membership Services at the American Osteopathic Association (AOA). He provides strong strategic leadership in this critical role that drives membership growth, innovation, and engagement to new heights. Josie Hernandez is an Account Executive at Bostrom; Bostrom is an association management company.   In this role, Josie works with her clients' board of directors and staff to lead the execution of their mission, vision, and strategic plan.Keywords: Association Latinos, Latino leadership, diversity and inclusion in associations, grassroots community, volunteer engagement, association management, nonprofit leadership, DEI initiatives, association professionals, building inclusive communitiesHost and Founder: Lowell Aplebaum - CEO & Strategy Catalyst at Vista Cova Producer and Operations: Amy Hager - Strategy Advisor at Vista CovaVideo and Audio Editing: Savannah BraggMusic: Slow Burn by Kevin MacLeodLink: https://incompetech.filmmusic.io/song...License: http://creativecommons.org/licenses/b...

Liv is the founder of Almost Nakey, an event production company based in San Diego. In episode #132 of the Million Dollar Mortgage Experience, Jon and Liv discuss starting businesses at a young age (Almost Nakey was originally a bikini company), selling in high school and college, building Santacon (in San Diego), working with a team of 600 people for day-of crew, working towards your dream, transcendental meditation (Liv's Aunt taught the Beatles this), eliminating stress, using AI in today's world, Bebemos Tequila, and experiencing travel.Learn about Liv at @livnakey or her company Almost Nakey at almostnakey.com or @almostnakey.Learn about FundLoans mortgage programs: FundLoans.com/loan-productsPrice a loan: fundloans.com/quick-pricer2Talk with an Account Executive: fundloans.com/our-team

On the 362nd episode of You Know I'm Right, Nick Durst and Joe Calabrese are joined by Big Brother and The Challenge reality star Paulie Calafiore to discuss: - First app he checks on his phone everyday - Attending Rutgers University and studying Exercise Science and playing on the soccer team - Did he ever eat from the famous Rutgers grease trucks? - Being a party DJ for Vesey Entertainment - Working in Financial Planning, as an Account Executive and then ultimately in the fitness space - How did he end up on Big Brother? Did he apply or did casting come to him? - How did his brother Cody Calafiore prepare him for the game?  - Biggest surprise about playing Big Brother? - Getting cast for The Challenge - Is it harder to play Big Brother or The Challenge? - Has father time caught up to the vets of The Challenge? - Appearing with Cara Maria on Vanderpump Villa - Paulie Calafiore Productions - Favorite places in New Jersey - You Know I'm Right moment For more information visit: ⁠⁠⁠⁠⁠⁠https://linktr.ee/youknowimright⁠⁠⁠⁠⁠⁠ Follow our show on instagram - ⁠⁠⁠⁠⁠⁠instagram.com/YKIRPodcast⁠⁠⁠⁠⁠⁠ Like our show on facebook - ⁠⁠⁠⁠⁠⁠https://www.facebook.com/YouKnowImRightPodcast⁠⁠⁠⁠⁠⁠ Follow our show on twitter - ⁠⁠⁠⁠⁠⁠twitter.com/YKIRPodcast⁠⁠⁠⁠⁠⁠ Follow Nick on twitter - ⁠⁠⁠⁠⁠⁠twitter.com/Nick_Durst⁠⁠⁠⁠⁠⁠ Follow Joe on twitter - ⁠⁠⁠⁠⁠⁠twitter.com/JCalabrese1⁠⁠⁠⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

Rancho Mesa's Alyssa Burley and Greg Garcia, Account Executive with Rancho Mesa discuss why fleet safety starts with strong MVR guidelines.Show Notes: ⁠ ⁠⁠⁠⁠⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠⁠⁠⁠⁠Host: ⁠⁠⁠⁠⁠⁠Alyssa Burley⁠⁠⁠⁠⁠⁠Guest: ⁠⁠⁠⁠⁠⁠Greg GarciaEditor: ⁠⁠⁠⁠⁠⁠⁠⁠Megan Lockhart⁠⁠⁠⁠⁠⁠⁠⁠Music: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

Rochelle Drumm is the founder of Chipz Happen, a tortilla chip company based in San Diego, CA. This is part 3 of 4 of the entrepreneur series. In episode #131 of the Million Dollar Mortgage Experience, Jon and Rocelle discuss starting a chip company from the ground up, being in competition with Frito Lay, focusing on creating a healthy alternative with many flavor options, all while keeping in mind dietary issues, challenges and developing thick skin, fostering partnerships, standing out from competitors, and Bebemos Tequila.Learn about Chipz Happen at chipzhappen.com.Learn about FundLoans mortgage programs: FundLoans.com/loan-productsPrice a loan: fundloans.com/quick-pricer2Talk with an Account Executive: fundloans.com/our-team

André Christ, Gründer von LeanIX, spricht über den Aufbau von tiefem Produktverständnis im Team. Er teilt, warum Account Executives in der Frühphase auch Solution Engineers sein müssen, wie sie die richtigen Allrounder finden und warum er auch nach dem Milliarden-Exit noch selbst Demos macht. Was du lernst: Wie du Produktwissen im Team aufbaust Die Balance zwischen Sales und Technical Skills Warum Vorleben entscheidend ist Den richtigen Mix im Recruiting finden ALLES ZU UNICORN BAKERY: https://stan.store/fabiantausch   Mehr zu André: LinkedIn: https://www.linkedin.com/in/andrechrist/  Website: https://www.leanix.net/de/  Mehr zu Florian: Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.com/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/

Michael Bolmey is the founder of Hugo Cognac. He helped build Screwball whiskey from the beginning. This is part 3 of 4 of the entrepreneur series. In episode #130 of the Million Dollar Mortgage Experience, Jon and Michael discuss getting started in liquor business, starting Screwball Whiskey (a peanut butter whiskey), entrepreneur stories/lessons/challenges, the similarities of cognac and tequila, selecting business partners, the difference between being interested, committed, and obsessed, benefits of travel, methods to calm yourself, and Bebemos Tequila.Learn about Michael's cognac at https://www.hugocognac.com/Learn about FundLoans mortgage programs: FundLoans.com/loan-productsPrice a loan: fundloans.com/quick-pricer2Talk with an Account Executive: fundloans.com/our-team

This week on the Team Lally Real Estate Radio Show, we interview Tran Vo and Barney Spix of First Hawaii Title. They share what title insurance is, how First Hawaii Title sets itself apart, and the unique scenarios where their services go beyond title and escrow. We also hear about their special offering, how Hawaii's escrow process differs from the mainland, the safeguards they use to prevent scams and fraud, and their advice for homebuyers during escrow. Plus, they reveal how they make agents' lives easier.We also have our Experts We Trust. Duke Kimhan of Hawaii Pacific Property Management shares why most owners choose them without comparison shopping, the challenges of maintenance, and how fast, confident service makes a difference. Renee Ube of YourVAMatch gives her leverage tip of the week, showing why consistency matters and how virtual assistants help business owners stay on track. And Benjy Gilholm of Hawaii Referral Agent explains how their model protects relationships, helps agents get paid, and creates a smarter way to handle referrals.Who are Tran Vo and Barney Spix?Tran is an Escrow Officer at First Hawaii Title Corporation. Originally from Vietnam and raised in Hawaiʻi, she studied at the University of Hawaiʻi at Mānoa before joining First Hawaii Title in 2019. In her role, Tran offers clients not just technical escrow service but also cultural insight and sensitivity, helping to bridge communication gaps and ensure a smooth experience for diverse stakeholders. Her background as a bilingual professional and her dedication to client care have made her a valuable member of the team.Barney serves as an Account Executive with First Hawaii Title Corporation, where his efforts are centered on building and nurturing relationships with real estate professionals and clients across the islands. In this capacity, he acts as a liaison, helping to match clients and agents with trusted title and escrow services and guiding them through the often complex process of property transactions. His strong networking skills, local knowledge, and client-oriented mindset are key to ensuring that the services First Hawaii Title delivers are well connected and responsive.First Hawaii Title Corporation has been an anchor in Hawaiʻi's real estate and title services sector, founded in 1985 and now celebrating decades of service. The company maintains multiple offices across the islands—including Honolulu, Kahala, Kihei, and Kapolei—to deliver escrow and title insurance solutions tailored to local needs. With a commitment to long-term relationships, local expertise, and responsive service, First Hawaii Title aims to support real estate transactions with integrity, clarity, and reliability.To reach First Hawaii Title, you may contact them in the following ways:Phone: 808-521-3411Website: firsthawaii.com

Episode Summary: In this episode, Benoy Thanjan sits down with Sandhya Murali, Co-Founder & CEO of Solstice, and Sam Cote, Account Executive, to discuss the launch of Solstice's groundbreaking Community Solar Benefit REC program.  It is an innovative structure that channels corporate sustainability investments directly into underserved communities. The program debuted in 2024 with Microsoft as one of the first pilot customers, marking a new chapter where renewable-energy credits fund measurable social and economic impact. Sandhya and Sam share how this approach lets corporations, developers, and municipalities align ESG goals with local benefits, promote equitable clean-energy access, and strengthen the connection between clean power and social outcomes. Biographies Benoy Thanjan Benoy Thanjan is the Founder and CEO of Reneu Energy, solar developer and consulting firm, and a strategic advisor to multiple cleantech startups. Over his career, Benoy has developed over 100 MWs of solar projects across the U.S., helped launch the first residential solar tax equity funds at Tesla, and brokered $45 million in Renewable Energy Credits (“REC”) transactions. Prior to founding Reneu Energy, Benoy was the Environmental Commodities Trader in Tesla's Project Finance Group, where he managed one of the largest environmental commodities portfolios. He originated REC trades and co-developed a monetization and hedging strategy with senior leadership to enter the East Coast market. As Vice President at Vanguard Energy Partners, Benoy crafted project finance solutions for commercial-scale solar portfolios. His role at Ridgewood Renewable Power, a private equity fund with 125 MWs of U.S. renewable assets, involved evaluating investment opportunities and maximizing returns. He also played a key role in the sale of the firm's renewable portfolio. Earlier in his career, Benoy worked in Energy Structured Finance at Deloitte & Touche and Financial Advisory Services at Ernst & Young, following an internship on the trading floor at D.E. Shaw & Co., a multi billion dollar hedge fund. Benoy holds an MBA in Finance from Rutgers University and a BS in Finance and Economics from NYU Stern, where he was an Alumni Scholar.   Sandhya Murali Co-Founder & CEO Responsible for finances, product development, solar developer relationships, and financial inclusion. Sandhya began her career in Barclays' investment banking division in New York and London, advising on and executing public equity transactions for Technology, Media and Telecom companies, and was also deeply involved in Barclays Philanthropy. Her volunteer work included Endeavor, Women's World Banking, and Barclays' Social Innovation Fund. During graduate school, Sandhya worked at Buen Power Peru, a for-profit social enterprise that distributes solar lamps and water heaters to off-grid communities in Peru. She holds a BBA from the University of Michigan and an MBA from the MIT Sloan School of Management, where she received the Sustainability Certificate.   Sam Cote Enterprise Account Executive Sam Cote is an Account Executive at Solstice, connecting the benefits of renewable energy to underserved communities through community solar and clean energy procurement. A former journalist who pivoted her career to focus on social and environmental impact, she is a talented project manager and communicator who drives strategic projects for community benefit. In her startup career, she's supported revenue diversification through business plan development and implementation and subsequent new product sales, she's previously been responsible for fundraising, managing acquisition and post-merger integration processes, contracting, grant-writing, and full-cycle recruiting – among other demands of supporting a hybrid social enterprise. Sam is proudly from the great state of Maine and a graduate of Boston University with a B.S. in Broadcast Journalism.   Stay Connected: Benoy Thanjan Email: info@reneuenergy.com  LinkedIn: Benoy Thanjan Website: https://www.reneuenergy.com       Sandhya Murali      Linkedin: https://www.linkedin.com/in/sandhyamurali/      Website:  https://solstice.us/            Sam Cote      Linkedin:  https://www.linkedin.com/in/samcotesolar/      Website:  https://solstice.us/   Previous episodes of the Solar Maverick Podcast with Solstice https://solarmaverick.podbean.com/e/smp-158-how-solstice-differiates-from-other-customer-acquisiton-and-management-company/ https://podcasts.apple.com/us/podcast/solar-maverick-podcast/id1441876259?i=1000516940347

Greg Reid is an author, entrepreneur, event producer, and filmmaker. He is the founder of Secret Knock and Credible Source and has received numerous awards including recognition from Forbes and the White House. Greg has inspired millions of people to take personal responsibility to step into the potential of their greatness. He is the producer of the Oscar-qualified film, Wish Man, based on the creator of the Make A Wish Foundation. This is part 1 of 4 of the entrepreneur series. In episode #129 of the Million Dollar Mortgage Experience, Jon and Greg discuss Greg's companies (Secret Knock and Credible Source), publishing books with a ghost writer, being honored by the white house, habits for success, creating a mindset for success, and Bebemos Tequila.Connect with Greg on Instagram @gregsreid or his website http://gregreid.com/.Learn about FundLoans mortgage programs: FundLoans.com/loan-productsPrice a loan: fundloans.com/quick-pricer2Talk with an Account Executive: fundloans.com/our-team

Most sellers tend to get caught up in the technical side—asking the “right” questions, handling objections, and checking all the boxes. But in the process, we often overlook something just as important: the emotional side of selling. That's why I invited Alex Kremer, founder of Alluviance, to join me. He breaks down how the right mindset can help you close more deals and build lasting relationships.Meet Alex Kremer· Alex Kremer is the Founder of Alluviance, a community and organization dedicated to transforming sales and leadership through authenticity, purpose, and performance. · With over 15 years of experience, he has worked with top companies like Salesforce, AWS, and Gong, and played a key role in scaling Outreach from $25M to $250M. · He's hired, trained, and led over 100 Account Executives and Sales Managers, earning President's Club honors 7 years in a row.· Alex is known for helping leaders build high-performing teams and purpose-driven cultures that achieve lasting results.Beyond the Tactics: The Role of Mindset in Sales Success· Alex pulls back the curtain on his journey, opening up about the hidden struggles he faced even when he seemed most successful. · Despite hitting top quotas and leading major accounts at Microsoft, he battled depression, highlighting a key truth: salespeople can meet every external standard and still feel empty inside. · Alex explains how mental, emotional, and even spiritual health are often overlooked but absolutely crucial to sustainable, fulfilling sales success.Practical Strategies: Filling the Void and Mastering the Inner Game· Alex introduces the concept of “parts work,” a therapeutic approach to identifying and relating to various emotions without self-judgment. · He stresses the importance of self-awareness, inviting reps to treat their emotional states with the same curiosity as they would a sales prospect in discovery. · Simple practices like mindful breathing, walks without phones, and reflective journaling can create the internal space needed for clarity.Leadership in Action: Bringing Mindfulness Into Sales Teams· For sales leaders, Alex suggests starting meetings with grounding exercises such as box breathing or gratitude practices. · Investing a few minutes in presence and connection sets a more productive tone than jumping straight to numbers.“When you connect more deeply with yourself, it allows you to connect more deeply with other people, which is very interwoven with sales.” - Alex Kremer.ResourcesAlex's company, Alluviance, hosts regular retreats blending sales tactics with inner game work. Reach out to Alex on LinkedIn or the Alluviance website for future retreat details.Sponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at

Samyr Qureshi, Co-Founder and CEO of Knack, returns to the podcast to unpack how his team is reshaping peer tutoring into a powerful engine for student success and workforce readiness. With a tech-enabled, Uber-style platform, Knack empowers high-achieving students to tutor peers while building soft skills and resumes. Samyr and Dustin explore the evolution of tutoring in higher ed, the role of AI in academic support, and how innovative partnerships are driving equitable outcomes across the student lifecycle.This episode includes a sponsored question in partnership with Brian LeDuc, founder of Learning, Designed — a consulting practice and newsletter focused on helping higher ed institutions design more student-centered systems and strategies.You can subscribe to the newsletter here.Guest Name: Samyr Qureshi, Co-Founder and CEO, KnackGuest Social: LinkedInGuest Bio: Samyr Qureshi is the Founder & CEO of Knack, the leading peer-to-peer learning platform partnering with top campuses such as Georgia Tech, University of Florida, University of Utah, University of Connecticut, and dozens of others. Knack has raised $20M in venture capital, most recently closing their Series B, from investors like New Markets Venture Partners, Jeff Vinik (Tampa Bay Lightning NHL Team Owner), Precursor Ventures, ETS (creators of GRE), Chegg, ASU Enterprise Partners, and many other well-known education venture investors and corporations. Currently based in St. Petersburg, Florida, Samyr previously worked as an Account Executive in the Emerging Technology division at Gartner and also formerly served as an iOS Advisor at Apple.Samyr was born in Abu Dhabi, UAE, and immigrated to the US with his mother and sister at the age of seven. Landing in Florida, he grew up in the Tampa Bay area, enrolled in and served as Student Body President at St. Petersburg College while in high school, and ultimately went on to University of Florida earning a Bachelor's degree in Law & Criminology. Samyr has been named in Forbes 30 Under 30, honored as the Emerging Tech Leader of the Year by Tampa Bay Tech, has been featured in Tampa Bay Magazine's Top 10 Under 40, Pi Kappa Phi's Thirty under 30, and was also named in University of Florida's 40 Gator Alumni Under 40 in 2021. When he's not traveling, Samyr loves to play guitar, write music, and spend time outdoors. - - - -Connect With Our Host:Dustin Ramsdellhttps://www.linkedin.com/in/dustinramsdell/About The Enrollify Podcast Network:The Higher Ed Geek is a part of the Enrollify Podcast Network. If you like this podcast, chances are you'll like other Enrollify shows too!Enrollify is made possible by Element451 — The AI Workforce Platform for Higher Ed. Learn more at element451.com. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode is the audio from our recent webinar on AE self-sourcing. Erika Fuchs from EliseAI, Rob Anderson from TitanX, and Darin Alpert from ZoomInfo joined us to share how top reps self-source pipeline to book more meetings and crush quota, without making hundreds of cold calls. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

Rancho Mesa's Alyssa Burley and Greg Garcia, Account Executive with Rancho Mesa discuss Aspire's recent Ignite Conference for the landscape industry.Show Notes: ⁠ ⁠⁠⁠⁠⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠⁠⁠⁠⁠Host: ⁠⁠⁠⁠⁠⁠Alyssa Burley⁠⁠⁠⁠⁠⁠Guest: ⁠⁠⁠⁠⁠⁠Greg GarciaEditor: ⁠⁠⁠⁠⁠⁠⁠⁠Megan Lockhart⁠⁠⁠⁠⁠⁠⁠⁠Music: "Home" by JHS Pedals, “News Room News” by Spence© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

Rancho Mesa's Alyssa Burley and Account Executive of the Surety Department Josh Hill talk about maintaining strong banking relationships that support a business' surety bonding capacity.Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠.Director/Host: ⁠⁠Alyssa Burley⁠⁠Guest: ⁠⁠Josh HillProducer/Editor: Megan LockhartMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

This week's throwback guest has served as a Behavioral Therapist, Insurance Producer, Firefighter, and Account Executive all before joining RevPartners, where he has served in roles such as Sales Director, Commissioner of Content, and now as the Senior Channel Manager and Creative Lead. Since our conversation he has taken his talents to Supered as the Brand Evangelist.He is also known as The Mayor of Inbound, this week's guest is Mr. Rob Jones to the show.In this week's episode, we discussed:Importance of Psychology and Problem SolvingDefined vs. Undefined VariablesThe Value of Personal BrandHubSpot Updates From Inbound 2024Much More!Enjoy this week's episode with Rob Jones.I am now in the early stages of writing my first book! It will cover my journey into sales, the lessons learned, and include stories and advice from top sales professionals around the world. I'm excited to share these interviews and bring you along on this journey!Like the show? Subscribe to the email: Subscribe HereI want your feedback! Reach out at 20percentpodcastquestions@gmail.com or connect with me on LinkedIn.If you know anyone who would benefit from this show, please share it! If you have suggestions for guests, let me know!Enjoy the show!

Rancho Mesa's Marketing & Media Communications Specialist Megan Lockhart sits down with Jeremy Hoolihan, Partner and Account Executive of the Janitorial Group, and talk about how California's janitorial industry will be affected by recent pure premium increases.Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠.Director/Producer: ⁠⁠Alyssa Burley⁠⁠Host: ⁠⁠Megan LockhartGuest: ⁠⁠Jeremy Hoolihan⁠⁠Editor: Jadyn BrandtMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

“DTEN is the best-kept secret in all-in-one conference rooms for Teams and Zoom,” says Bennett Bauer, Account Executive, Distribution at DTEN, in an interview with Doug Green, Publisher of Technology Reseller News, during ScanSource Partner First. Bauer explained how DTEN's all-in-one capacitive touch panels streamline the deployment of collaboration spaces. Available in 55- and 75-inch sizes, the modular systems are designed for easy installation—mountable on walls or carts, requiring only power and network connectivity. The panels are repairable in the field and supported by Orbit, DTEN's software management console, which enables enterprises and MSPs to monitor, manage, and service devices remotely. DTEN also showcased its AV Bar, a flexible video and audio solution that works with any off-the-shelf display. Featuring patented camera technology with a built-in gyroscope, the AV Bar automatically adjusts orientation and ensures high-quality audio and video. Its AI-assisted microphone arrays and cameras adapt dynamically to room size, participant movement, and voice levels, delivering an inclusive meeting experience across huddle rooms, classrooms, and large conference spaces. What sets DTEN apart in a competitive market, Bauer noted, is its simplicity, cost efficiency, and strong partner economics. The solutions empower IT resellers—without deep pro-AV expertise—to expand into meeting room deployments while benefiting from attractive margins and double deal registration incentives. Founded in partnership with Zoom and now fully certified with both Zoom Rooms and Microsoft Teams Rooms, DTEN continues to scale its offerings to meet enterprise collaboration demands. For more information, visit dten.com.

Send us a text"Why would you not offer financing when it can increase your ticket price by 30% and close over 50% more deals?" This compelling question from Gail, Account Executive at FTL Finance, sets the tone for a conversation that could transform how contractors approach sales in today's market.Many contractors mistakenly believe financing is only for price-shoppers or worry that discussing payment options makes them sound pushy. The reality? Modern consumers expect financing options for everything from Amazon purchases to groceries – and your HVAC, plumbing, or roofing services should be no different. This expectation is particularly strong among millennials, who focus less on the bottom line price and more on whether purchases fit comfortably into their monthly budgets.The psychology behind financing is powerful. When homeowners see a $12,000 system price tag, many experience immediate sticker shock. But presenting that same purchase as a manageable $150 monthly payment makes it digestible and accessible. Leading with payment factor – introducing financing options early in sales conversations – creates a better customer experience while driving higher close rates and increasing average tickets.Ready to leverage financing in your contracting business? Start by partnering with one financing company and offering simple payment options to every customer. Make financing visible in all your marketing materials, and train your team to present it confidently as a valuable service rather than a last-resort option. Bundle additional products and services into financed packages to create complete solutions that benefit both your customers and your bottom line.Whether you're new to offering financing or looking to optimize your current approach, the message is clear: financing isn't just an option anymore – it's becoming essential for contractors who want to remain competitive and grow their businesses. Connect with FTL Finance to learn how their contractor-friendly programs can help you meet modern consumer expectations while boosting your sales and average ticket size.If you enjoyed this chat From the Yellow Chair, consider joining our newsletter, "Let's Sip Some Lemonade," where you can receive exclusive interviews, our bank of helpful downloadables, and updates on upcoming content. Please consider following and drop a review below if you enjoyed this episode. Be sure to check out our social media pages on Facebook and Instagram. From the Yellow Chair is powered by Lemon Seed, a marketing strategy and branding company for the trades. Lemon Seed specializes in rebrands, creating unique, comprehensive, organized marketing plans, social media, and graphic design. Learn more at www.LemonSeedMarketing.com Interested in being a guest on our show? Fill out this form! We'll see you next time, Lemon Heads!

The AI gold rush is real—and the federal government is pouring billions into data-center buildouts and high-performance computing infrastructure.In this live session, former government acquisitions officer, Richard Howard, shows you exactly how the government buys these types of services, products, and technology, how to sell to the U.S. government, and what's to come with this administration's investments in AI and data centers.Learn government contracting and start your own consulting business or land a six-figure salaried position as an Account Executive: https://govclose.com/We'll use the GovClose MVP analyzer to break down:1. Which agencies and offices are spending the most on AI infrastructure2. How competitive each opportunity is (based on # of offers received)3. Which Product Service Codes (PSC) and NAICS codes are most effective for targeting this market4. And how to position yourself or your company to win in FY25Whether you're a small business, tech supplier, infrastructure builder, or consultant, this session will show you how to uncover real opportunities and get in before the next wave of spending hits.We'll also cover Trump's latest AI executive order and how it's reshaping federal technology priorities—with data centers now requiring natural gas turbines, power transmission lines, and even small nuclear reactors.This is not theory. It's a live demo using actual contract data.You'll see how I breakdown government spending data to create true actionable insights. You'll learn how to filter out noise and focus on high-value contracts with low competition.If you're looking to sell or consult in AI, cloud, or data infrastructure, don't miss this!#datacenter #federalspending #aiconsulting #ai

D.O. explains the true role of Account Executives ("the plug") in the mortgage world and breaks down how AEs provide unparalleled value to brokers—not just with competitive rates, but through deal structuring expertise, business coaching, and driving growth with event marketing. Whether you're a mortgage veteran or curious about the AE path, this episode gives actionable strategies for success and uncovers surprising parallels between AE-broker and LO-realtor partnerships.